Sales Development Rep./Business Development Rep. (SDR/BDR)

At Arkenstone Defense, we empower defense tech startups with the tools, infrastructure, and compliance solutions they need to become successful prime contractors. Our mission is to remove barriers and help innovators grow - from day one to becoming a trusted prime for the U.S. Government.

We're early, we're lean, and we're building something that actually matters. The people who do well here aren't waiting to be told what to do; they see a gap and fill it.

We’re looking for an exceptional Sales Development Representative / Business Development Representative to join our team. This is not a role where someone hands you a list of accounts and a script. You'll be starting from scratch, figuring out who to talk to, how to reach them, and what to say. If that sounds exhausting, this probably isn't the right fit. If it sounds like exactly the kind of challenge you've been looking for, keep reading.

We need someone who knows the government and defense space, has a track record of hitting and beating quota, and has already figured out how to use AI to do the job better. You'll work closely with leadership and have a real say in how we build out the sales motion.

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  Build and manage your own outbound pipeline; no warm leads waiting for you

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  Identify and reach the right contacts inside defense tech companies, primes, and relevant government offices

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  Run multi-channel outreach across email, phone, LinkedIn, and industry events

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  Use AI tools (Clay, Apollo, ChatGPT workflows, etc.) to research faster, personalize better, and follow up smarter

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  Willingness and excitement to travel for field sales; conferences and in-person meetings are part of the job

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  Work directly with leadership to sharpen messaging and figure out what's resonating

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  Keep your CRM clean and your pipeline honest

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  Hit your numbers (10 leads/week)

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  Perform any other related duties as required or assigned.

• 1-3 years in an SDR or BDR role; enough experience to know how it works, not so much that you've forgotten what it's like to grind

• A real track record of hitting quota. We'll ask you for specifics attainment %, team ranking, whatever you've got

• Familiarity with the government and defense world, even if it's just from the edges. You know who the buyers are and how they think

• You've actually used AI in your sales workflow, not just experimented with it once. You use it to do real work

• You don't need a process handed to you. You'll build it, break it, and rebuild it better

• Clear, direct communicator in writing and on the phone. You can adjust your register for a contracting officer or a startup founder

• Comfortable with the reality of startup life: shifting priorities, incomplete information, and no one to escalate to when things are unclear

• You know your way around GovCon and compliance

• You've used Salesforce, HubSpot, Outreach, or similar tools

• You already have relationships inside DoD, defense primes, or relevant agencies

• You'll have real ownership over something that's still being built; your pipeline, your process, your impact

• We're doing work that directly supports defense innovation and national security

• Early employee with room to grow as the company does

We are a Defense-focused company supporting sensitive and cleared workforces. The Sales Development Representative / Business Development Representative will embrace our commitment to operational excellence, compliance rigor, and a world-class employee experience.

We are an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), national origin, age, disability, genetic information, veteran status, or any other characteristic protected under applicable law.